Category Archives: Sales Skills

7 things you need to know about the Craft of Selling

We can agree: Everybody lives by selling something – whether it be ideas, initiatives, visions, products, services or solutions. Selling is ubiquitous – ever present in our daily lives, internally and externally.  Selling is the vehicle that allows opportunity to flourish and people to prosper. Nothing happens until something gets sold. However: As ever present […]

Be the 1st to vote.

Read more ...

6 Tips on How to Sell Value and Reposition Price

sell-value-and-reposition-price

One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting their offer, or the prospect going with another provider. But it needn’t be this way. Clients and prospects get into these conversations because there’s nothing […]

Be the 1st to vote.

Read more ...

Is your sales team Sinking or Swimming?

Even with the wide availability of information, sales training resources and systems to get salespeople up to speed and selling, too many salespeople are still being thrown in the deep end without any support or induction, and are expected to sell. Now, if you are an experienced salesperson you would probably navigate your way fairly […]

Be the 1st to vote.

Read more ...

I’m really frustrated because we could all achieve magnificent sales results if only…

I-am-really-frustrated-because-we-could-al- achieve-magnificent-sales-results-if-only

I am, by nature, a realist optimist who looks at what we can do, how we can make things better and so on. But I don’t do things on a whim, my team and I study what is best practice and look to design, build and weave the various ingredients together to create cost effective, […]

Be the 1st to vote.

Read more ...

Why we can all benefit from thinking like a ‘freak’

Why-we-can-all-benefit-from-thinking-like-a-freak

Steven Levitt, the co-author of Freakonomics, SuperFreakonomics, Think like a Freak and When to Rob a Bank, defines thinking like a freak as: “…putting away your moral compass and not worrying about what the answer “should” be, but focusing on what the answer really is. It means thinking hard about causality. It means going beyond […]

Be the 1st to vote.

Read more ...

Don’t die wondering, the real secret to sales success – Part II of II: the person

knowledge-skills-mindset

How many times have we all been tempted to click on a link that offers us ‘the secret of sales success’ only to find a website or article that is promising a silver bullet ‘if only you do this one thing’ which doesn’t help us at all? As I mentioned last week, the business of […]

Be the 1st to vote.

Read more ...

Don’t die wondering, the real secret to sales success – Part I of II: the business

purposeful sales system

I know, I know, I know. How many times have we seen the ‘Secrets to Sales Success’ plastered over the internet only to be left disappointed? Usually, these ‘secrets’, once you look into them, either leave you feeling duped because of the unethical biases they take, or you are left with lots of little bits […]

Be the 1st to vote.

Read more ...

Sales Trend 9 – Learning Agility

BarrettSalesTrends2017-Trend9-Learning-Agility

Sales trend 9 from our 12 Sales Trends Report for 2017 explores how salespeople can navigate the difficult situation of being in a complex sales environment and the need to simplify things for their clients. Salespeople traditionally find themselves in conflicting spaces. A classic situation is the challenge to bring the diverging interests of clients […]

Read more ...

No Pain, No Change = No Sale

no-pain-no-change

Recently I wrote about wanting to tell clients what to do and why we couldn’t even if we know better. The premise was that what may seem so obvious to us may not be obvious to the client or on their agenda at all. Why? Simply put, if the client or prospect does not perceive […]

Be the 1st to vote.

Read more ...

Why I want to tell you what to do, but I won’t, even if I know better

Why-I-want-to-tell-you-what-to-do-but-I-will-not-even-if-I-know-better

We’ve all been there How many times do we want to tell our clients what to do? After only a few sentences uttered by them we, of course, know immediately what their issue is. We’ve seen it 10s or 100s of times before. It seems so obvious to us what they should do. “If only […]

Read more ...

How can we help?

New Article Notification

Receive an email when new articles are added to the blog.

Ads by Google




Categories

Archives